In the latest episode of B2B Outbound, Chris Muldoon sat down with two sales development powerhouses – Sarena and Holly – to unpack what makes a great SDR and how to build a successful career in sales. Both started as SDRs at Punch! and have since climbed the ladder to become influential sales leaders.
The Evolution of an SDR
Holly, approaching her 10-year anniversary- now acting as Punch!’s COO, dropped this truth bomb: “Green talent often outperforms experienced hires, even ramping up faster.” Why? They’re blank slates, free from bad habits and typically more receptive to coaching.
The secret? It’s not about previous sales experience. Some of the best SDRs come from:
- Hospitality backgrounds
- Recruitment
- Performing arts
As Sarena puts it: “There isn’t a right way or wrong way of selling as long as you play to your strengths.”
The Numbers Game: What Good Looks Like
Let’s talk metrics. Here’s what a successful SDR should be hitting:
- 12 meetings per month (once ramped)
- 250 calls per day
- 70% minimum sat meeting percentage
- 80% coaching scorecard achievement
But it’s not just about the numbers. As Holly emphasises: “If you’re not coaching your SDRs, they’re not going to ramp, and if they do, it’s going to take a long time.”
The Coaching Playbook
Here’s what elite SDR coaching looks like at Punch!:
- Two 45-minute coaching sessions per week during ramp (non-negotiable)
- Live coaching on sales floors
- Focus areas include:
- Reaching decision-makers
- Objection handling
- Closing mastery
The X-Factor: What Makes SDRs Shine
Want to know what sets top performers apart? Here’s the insider scoop:
“The most successful SDRs over the years are the ones full of beans,” Holly reveals. “They’re the ones that light up the room. They’ve got the banter, they’ve got that energy.”
Sarena adds: “When they come in, it is almost like coming home to a big family that has literally exactly the same thoughts, feelings as you.”
Pipeline: Your Secret Weapon
One of the most overlooked aspects of SDR success? Pipeline management.
“Make sure you understand your pipeline,” Sarena emphasises. “Have clear follow-up dates. Make sure your data is accurate. If your data is not accurate, it can lead you down a totally different path.”
Golden Nuggets: Top Tips for Success
- Master the Art of Listening “Your ears are your most powerful sales tool.” – Holly
- Embrace Rejection “Every no is one step closer to yes.” – Sarena
- Never Stop Learning “My rainy days turned into learning days.” – Sarena
- Build Your Pipeline Know what you’re booking next month, next quarter, and beyond.
The Bottom Line
Sales development isn’t just a job – it’s a craft. Whether you’re green or experienced, success comes down to persistence, continuous learning, and the right mindset.
Want to dive deeper into the world of SDR excellence? Hit up the latest episode of B2B Outbound where Chris, Sarena, and Holly share more golden nuggets that could transform your sales career.
P.S. If you’re wondering whether sales is for you, remember Holly’s words: “Green talent often outperforms experience.” Sometimes, the best salespeople are the ones who never thought they’d be in sales at all!
